There are dozens of closing techniques in the world of sales, but none of them will be of any use in the real world if you miss the big picture: building relationships.
Being a good salesperson depends on the habits that you’ll adopt, both as a professional and as a human being: things like listening, focusing on the client, asking relevant questions and genuinely caring about other people. People buy when they trust the seller and they won’t trust you if it feels like you’re only considering your needs and reading from a script.
It’s a cliché in itself to call the ABCs of selling a cliché, but it’s not necessarily wrong to implement the general idea. Indeed, “always be closing” could just mean establishing a relationship and building trust with your clients, because what makes a client or prospect interested in signing on the dotted line is a belief that you know what they need and are equipped to provide it. It doesn’t hurt if they like you, either.
“People like doing business with those they can relate to,” Neil Patel, co-founder of Crazy Egg and Hello Bar, said on his blog. “If you are going to spend money, why not spend it on people you like, right?”
There are no 10 best closing techniques, no list of when and where to use which method. The truth is that you’ll have to determine what works for your business and your clients. You’ll have to analyze your own sales history and watch your salespeople to determine the key strategies that helped you meet your sales goals. Sales is not about book smarts: it’s about street smarts. Rote memorization is useless; real life experience is everything. With that said, there are a few ideas to keep in mind to make closing as easy as possible — and, of course, some techniques to avoid:
The old sales techniques are no secret, even to the masses of buyers out there. They’ll spot tricks and sense desperation if you’re relying on some sales-specific mnemonic to get the sale. They do not appreciate relentless attempts to get the deal finalized. What they do appreciate is working with someone who’s honest, open and knowledgeable.
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